Economists, sales professionals, and buyers all agree that the economic recovery will be protracted.
As a result, effective sales professionals are revisiting their account strategy plans to focus efforts where they will yield the best results.
In the brief, Revisiting Account Strategies for a Changed Economy, we share the three key steps for revisiting the account planning process within the context of a changed global economy.
We outline how to:
- Select the right customers with a review of the “hard” and “soft” factors
- Learn the customer’s new strategy to refine your value proposition
- Track and adjust the changed stakeholder structure so that your message reaches the right people